News: Performance Management
Sales training 'must teach professionals confidence'
20 March 2009
Confidence is an essential quality which must be learned as part of sales training, an expert asserts.
Blogger Mark Hunter tells Sales and Marketing that a number of people working in these positions short change themselves by appearing unprofessional.
He says that a failure to conduct an organised negotiation process can lead to a loss of opportunities and profit.
"It is imperative that sales professionals be both confident and competent to achieve maximum success," he states.
Mr Hunter tells the news provider that the most effective personnel are those who are their own best customers, being completely sold on their product and the deal they are offering their clients.
He suggests that the need to offer customers discounts to close the deal is a sign of a lack of confidence and results from poor technique on behalf of the salesperson.
Lisa Berman, director of new business development at CGSM, recently told the news provider that sales training should highlight the availability of cross-selling opportunities.
